Today's blog post is by Christine Harrington, a Gitomer Certified Advisor and offers a personal one-on-one sales coaching program tailored around your specific needs and issues. Contact her at firstname.lastname@example.org or go to www.christineharrington.org.
“Are you serious, Christine? You’re going to make me into a quitter? I don’t know about this!”
That’s the surprised answer I recently received when talking to a potential client about sales coaching. Yep…if you want to win, you gotta quit! It’s just that simple.
Truth: Winners are Quitters.
“Winners never quit.” How many times have you heard that?
It’s not true. Winners quit all the time. That’s because winners always examine their results and quit doing the activities that don’t give the best results.
You’ve also heard, “The definition of insanity is doing the same thing and expecting different results.” Winners know that persisting without different results will lead to burnout and mediocrity.
That’s why I want my clients to quit – and quit often – but in a conscious way after examining their results.
Successful salespeople know the secret – that sales is a mind game played in your own mind. Let me explain. There are three areas that must be addressed if change is to occur – all of which are driven by your mind:
- Mindsets (Beliefs)
Because your behavior, habits, and beliefs are controlled by your mind, they will all have a dramatic impact on your success – either positively or negatively. To get to the next level or produce different sales results, you must examine behavior, habits, and beliefs or mindsets. I could coach you until I’m blue in the face, but – if you are not willing to look at changing all three – change can’t occur.
Example: One of my clients resisted adding structure to his day. He had a habit of only scheduling appointments in his calendar. By the end of the week, his sales were dismal and he could never exactly explain where the other 25+ hours of his workweek had gone. He didn’t want to live by a schedule, because, he believed, that stifled his creativity. His behavior by the end of the week reflected disappointment and negativity.
Since he didn’t have a schedule, he allowed coworkers to take over his precious time. So he found himself being pulled and yanked all through the day.
Once he understood his current belief didn’t work, he had to quit his habit, belief, and behavior. So we developed:
- A new belief: scheduling allows more creativity
- A new habit: scheduling every sales-producing activity – along with appointments every hour – with an alarm going off to move to the next activity
These then produced a new behavior: feeling accomplishment, satisfaction, positive talk, and more certainty.
After a couple of months being consistent with his new belief, new habit – and, consequently, new behavior – his sales began to give him the results he wanted, which gave him the confidence that the changes had worked.
You have to quit the old behaviors, habits, and beliefs if you want a different result. Winners QUIT!